Click on the group below to view the FAQs relating to them.
What is the Southwestern Company? What do they do?
The Southwestern Company has been located in Nashville, Tennessee since
1855 (In the UK since 1994) and began helping students finance their college
expenses through selling books in 1868. Currently, Southwestern markets
family-oriented educational reference products through a sales force of
nearly 3,500 students each summer. Students participating in the Southwestern
Program represent approximately 350 colleges and universities from North
America, Europe, South Africa, and South America.
The Southwestern Summer Program allows students to run their own
businesses during their summer breaks through the product and training
Southwestern offers. The students are independent contractors. They
purchase products from Southwestern at wholesale and sell them to customers
at retail. Unique to our company, they do not have to purchase the product
up-front. They demonstrate samples of the product, taking the order
and collecting a deposit with a later date set up for delivery. Southwestern
is a member of the Nashville Area Chamber of Commerce, Chamber of Commerce
– Bristol, England, Charter Member of the Better Business Bureau
of Middle Tennessee, a member of the National Association of Colleges
and Employers and all six of its regional divisions, and the Association
of Graduate Recruiters (United Kingdom). In addition, Southwestern is
a member of the Direct Selling Associations (DSA) of the United States,
the United Kingdom and Canada.
Where do students sell during the summer? Why
don’t students sell in their hometowns?
Although students from all over the world participate in the program,
Southwestern product is sold in the US, Canada, France, and the UK only.
Decisions regarding sales locality for each campus are finalized in late
spring. Students relocate because working away from home, they face fewer
distractions and take their work more seriously. Relocation is also viewed
very favorably on a young person’s resume/CV as it indicates maturity
and independence.
Where do students live during the summer?
Headquarters for every first year dealer will be lined up in advance before
the summer. Most students will share the cost of accommodation in a private
home with two or three other student dealers. In the rare event arrangements
with a host family are not finalized before students leave sales school,
Southwestern will pay for the first week's lodging in a local extended
stay hotel, and students will locate their permanent places during their
first week on the field.
How much can a successful student really make
in the program?
The most successful students work 72+ hours a week during the summer.
The answer lies in the work ethic of the student, the conviction they
have for the product and the confidence they have in themselves. Here
are the statistics from Summer 2006:
Average Gross Profit
First Year Dealer Average Profit:
$7,944
Second Year Dealer Average Profit:
$15,660
Third Year Dealer Average Profit:
$21,663
Fourth Year Dealer Average Profit:
$28,809
:*Based on a 3 month summer. Student dealers selling less than
20 days are excluded. Delivery days have also not been included when calculating
dollar amounts.
Are students guaranteed to bring home a certain amount
of money from selling books?
No. As tens of millions of people who run their own businesses can attest, financial
success in business depends both upon sales revenues and expenses. Students
are taught how to make sales, and how to manage their expenses, according to
principles that have been proven for well over a century. The dealers themselves
have by far the greatest control over the hours they work, the mental and physical
effort they put forth, and how carefully they watch their money. If students
feel they really need a guaranteed hourly wage to achieve their financial objectives
for the summer, Southwestern recommends they pursue other options. On the other
hand, a student who is ready for the challenge of seeing what he or she can
accomplish in this kind of entrepreneurial setting will see that the lack of
a guaranteed income “floor” is compensated for by the absence of an income ceiling
as well.
How much does it cost to get started?
There is no charge for any of the training students receive, or any book bags,
samples, or any other supplies at sales school. Students are advised to bring
$400-$500 for their trip to Sales School and their expenses for that week (food,
gas, lodging). This amount varies because students travel different distances
to attend Sales School.
Why would this benefit my child?
The Southwestern Summer Program is set up not only to teach students how to
sell, but also to focus on the importance of schedule and structure, ethics,
motivation, dedication, confidence, positive affirmation and many other success
principles. In addition, communications skills and the cycle of selling are
all covered in the week-long Sales School the student attends before setting
foot in an actual home. Every effort is made to prepare the student mentally,
emotionally, and physically for what may be the most challenging summer work
around.
Students will grow on a personal and professional level throughout the summer,
reaching higher levels of maturity. If selected for the program for a second
year, they will be trained in management techniques and will actually mentor
a team of students throughout the summer.
No matter what the career field, graduates need to be able to sell two things:
themselves and their ideas. Having run their own business, generating X amount
of profit in Anytown, USA (or Canada or the UK) on their resume/CV can really
make anyone stand out from the crowd. Also, Southwestern offers the services
of Southwestern Career Services
which offers resume advice, help with interviewing skills,
and placement services within the field of sales.
What does it take to have a successful summer?
Is this program for everyone?
Quite simply…no. As with any challenge, this program requires three crucial
elements: That the student:
Be coachable
Work hard
Study hard
Success is based on the number of families students talk to each day. The most successful dealers make 30 or more presentations per day. Approximately 7 out of 10 first year dealers will finish the program. What the students gain from the program is in proportion to their efforts.
What about safety?
Southwestern is concerned about student safety, just as you are. To improve safety awareness, prevention and reaction is taught in the following ways:
In Sales School, students are taught how to gather information about specific families and neighborhoods, and what to do in the unlikely event of an emergency.
Female dealers have a separate meeting to cover common sense safety issues, like not going into homes unless the mother is present, setting up appointments in the later hours of the work day, and other practical sales ideas from a female perspective. Also, students are asked to check in with local authorities to let them know they will be in the area for the summer and register for a solicitor’s permit when required.
There is also a communication network on the field. Nightly call schedules are established with all dealers.
Where students sell is most often rural or suburban areas rather than large metropolitan or inner-city areas. The students do work on their own during the day, but they typically live with one to three other dealers; sometimes first year students live with student managers.
How much training do students receive? What is “Sales School”?
“Sales School” is the week long training students receive before traveling to their sales locality. During Sales School, students learn sales presentations, success principles, business practices, ethics, and other valuable skills to help them during the summer and beyond. The training involves a variety of mediums and methods, from video and PowerPoint, to live role play and simulations. All the sessions are conducted by Sales Directors and Sales Managers, all of whom have participated in the program.
During the school year:
Students meet periodically (some campuses more often than others) with Sales Managers and student managers to learn about the products and what to expect during the summer.
Additional training and workshops are conducted throughout the year on a variety of topics, ranging from managing finances to how to do well academically.
In the Spring, “Parent Coffees” may be held to answer questions and concerns in greater detail.
During the summer:
Each week, students meet with other students from surrounding sales localities to exchange ideas and receive additional training.
Each first year dealer has a student manager who serves as their mentor for the summer; they also have an Organizational Leader who has sold for three or more summers for additional leadership.
Students usually work on their own for a few days, then they have the opportunity to work with a student manager to improve their sales techniques.
Students may be put on a call schedule to their Sales Manager (frequency of schedule varies) if they need extra coaching and ideas.
What will my child be selling?
Selected students sell our full range of family-oriented reference books
and software. Our lead products are designed for quick everyday usage,
as opposed to encyclopedias and the internet which are for occasional
project work. They cover a wide variety of subject matter fractions to
Calculus and from Physical Science to AP Biology and include visual stimuli
to aid the individual’s comprehension. The range of children’s books is
designed to get younger kids excited about learning from an early age,
by combining education and fun through activities, quizzes, and stories.
The software available enables us to keep up-to-date with modern technological
changes, while complementing the reference books.
Does everyone finish the summer?
Just as some students drop out of college, some do not complete a summer
of selling; approximately 3 out of 10 first year dealers do not finish
the summer. The length of a “full summer” varies according to the university’s
schedule, but approximately 7 out of 10 first year dealers stay at least
20 selling days. As with any challenge, students gain from the program
in proportion to their efforts.
During the summer, how do I stay in touch with
my son or daughter?
Many students have mobile phones, which is the most common way to stay
in touch. Students are advised from the stage of Sales School to keep
their phones with them, but in general to switch them off during the times
they are making sales calls so both they and their prospective consumers
can concentrate on their presentations. Southwestern encourages all students
to phone home upon arrival in Nashville or Bristol for Sales School, and
when they arrive in their selling area and locate their accommodations
for the summer so their parents will know with whom they are living, their
address, and phone number on the field. Finally, parents receive letters
from the District Sales Manager who is advising their student during the
summer, which includes his or her contact phone numbers as well as the
company's number. Finally, the company's toll-free number (800) 843-6149
exists to make contact always available to parents or call 0117 978 2121
for contact with the UK Office.
